Increase your marketing penetration into large, strategic accounts through account-based selling.
With an average of 31 influencers affecting buying decisions in enterprise organizations, it’s crucial to expand your network of influence within the company. Account-based marketing (ABM), incorporates each influencing persona into the strategic orchestration of engagement activities. ABM requires and encourages synchronization between the sales and marketing teams.
The first sale is only the beginning.
Create a plan for cross-selling from each product line. With careful planning, your marketing automation targeted at existing customers will help grow your business and strengthen your ties to your accounts.
Build brand champions.
One customer could bring in far more revenue than they’ll ever spend with you. Ask for referrals and create opportunities for your customers to share their success. Tap into the best source of leads available when your existing customers are an active marketing channel.
Delight your customers and show them you care about their business.
From events to competitions and awards, it will be much easier to retain & grow these accounts.
“People don’t care how much you know until they know how much you care.” – Theodore Roosevelt
Are your current customers happy with your service?
How do you know what to improve if you haven’t listened to your customers? By creating custom, automated surveys, your customers will be more engaged since they’ll feel like their opinion matters to you.
Show your market you are the experts.
Stay in front of your existing customers and prospects by providing them with the latest industry news as it relates to their business – and your solutions. Box out the competition by becoming their primary source of industry-related information. Opportunities don’t end there either, they may even forward these pieces to a peer, who can be your next qualified lead.
Win their hearts and minds.
Strengthen your company’s emotional connection to your clients by inviting them to volunteer for various causes that are important to your employees.
“The best way to find yourself is to lose yourself in the service of others.” – Gandhi
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